Each one has a purpose and can be both effective and ineffective depending on the context and your delivery. We recommend you practice these with a trusted friend, your team, a colleague, or your coach. Practice with each other so you are prepared for the moment. We never recommend practicing on your potential clients.
Assume the sale is made, that the value was communicated and the customer wants the product/service.
The Take Away
Take it away from them. Maybe E.g. “Maybe the timing isn’t the best for you right now.”, “It doesn’t sound like it works for you.” or “If you’re looking for something more economical…” You want to be sure of who you’re selling to when using this as it is very possible to backfire when delivered in a condescending tone or used in an inappropriate context.
The Now or Never (Urgency close)
Pressure on the customer to make a decision right now. If not now, then when…
No new facts or challenges brought up. A simple summarization of the highlights that point to the only logical conclusion is to agree. Think of an attorney summarizing their argument before the jury.
Something for Nothing
Dr. Robert Cialdini’s Principle of Reciprocity proves that it is a social norm of responding to a positive action with another positive action. People like free things. Concept of giving something for nothing creates an obligation for the customer to do something in return e.g. buy.
Once you’ve gone through many of the objections in your sales process and there isn’t any “reason” that should stop them. Asking if there are any other objections/reasons that are in the way from them saying yes can work well
The Ben Franklin (pro’s & con’s)
Lead them through a pro’s & con’s list
She Sharp Angle
When they are most likely to buy your product/service and ask a direct ‘sharp angle’ question e.g. If we go with you, I need it delivered by Monday, is that possible? By answering it positively
Understanding the customer expectations and how they “need” to use the product/service, then simply leading them through the process of ticking each
On a scale of 1-10, how do you feel about product/service right now. Why an X?
Visual aids such as result chart, presentation process etc. to visualize how they have completed every action and all that’s left is to sign the dotted line
The Empathy (take some time close)
Understand their emotional situation. Relate and be empathetic towards it.
Highlighting the work, skills, and time behind the scenes over the norm of focusing on the customer or the product/service
The Alternative (A B close)
Presenting an alternative. The concept is by presenting alternative choices. No matter which choice is made, it ultimately leads to a new deal